Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 93

Customers Account management Real Estate Contract 93

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Today we can start to change that.

Customers 74

Customers Contract Cross-sell Account management 74

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. You should stand behind your product and sign up for those until you have a real brand in the space. Jason, ed. :

Price 115

Price Contract Referrals B2B 115

Search Engine Land

FEBRUARY 15, 2024

What services do SEO agencies offer? 10 questions to size up an SEO agency. One of the first questions many businesses face as they ramp up their SEO efforts is: Should we hire in-house or outsource? What services do SEO agencies offer? Different agencies have different service models.

Consult 119

Consult Clients Engineering Service 119

SalesPop

MARCH 20, 2022

They are key to ramping up the foundation. Ultimately the job of the CSM (customer service manager/customer success manager) is to make sure the contract gets renewed and take advantage of any upselling opportunities. Customer success has become a third revenue team in today’s subscription-based economy.

Customers 98

Customers Contract Sales Account management 98

Sales Hacker

OCTOBER 16, 2019

The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. Blueprint for a good sales-to-service handoff process. Internal Handoff.

Service 50

Service Process Contract Sales 50

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Legal 55

SaaStr

FEBRUARY 28, 2021

Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly. And if you do, you’ll want to decide if you’re selling a Tool — or a Solution. Of course, if you have multiple segments with 10% or more revenue, you need to service them all in some fashion.

Product 115

Product Contract Price Sales 115

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals. How hard is it to be a sales rep?

Negotiate 52

Negotiate Territory Contract Technique 52

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility.

Product 93

Product Customers Sell Contract 93

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Automates support workflows that promote customer retention with a trigger based on the contract end date.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 110

Education Contract Pipeline Gaming 110

SaaStr

MAY 25, 2020

In your service offerings. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “Simplicity. In everything. In your messaging.

Closing 133

Closing Process Contract Price 133

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch. Once they wrapped up the sale, they moved on to the next one.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Sales Hacker

MAY 31, 2021

A hundred percent of the people we sell to are human. Prospects can tell right away that you’re not just another robo-dialer, and while they’ll appreciate the clarity with which video helps you explain concepts and contracts, they’ll be deeply persuaded by the fact that you’re a living breathing person they can trust. Mini demo. “Hey

Quota 81

Quota Closing Legal Contract 81

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". How's your experience with our product/service been so far?". Finally, I picked up the phone and called my prospect’s office. Contract questions. Never comment on a contract or proposal over email.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

PandaDoc

JULY 24, 2020

Sign the Contract. Ensuring you have a contract in place before you start work sounds like such an obvious first step to successful onboarding that it’s not worth highlighting. However, you’d be amazed at how many companies rush to get started without waiting for a signed copy of the contract. Clearly, a contract is important.

Clients 52

Clients Contract Trust Meeting 52

PandaDoc

MAY 30, 2019

In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. So, to be the best, you need to speed up your sales cycle. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Leverage team-based selling.

Contract 75

Contract Negotiate Strategize Sales 75

Hubspot

JUNE 6, 2019

It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager.

Finance 78

Finance SQL Strategize Account management 78

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. Increase cash flow.

Commission 91

Commission Quota X-functional Non-Profits 91

Sales Hacker

OCTOBER 22, 2017

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Relationship-building leads to relationship selling , so don’t think it’s just a bunch of fluff. Shut up and listen ! Time Management. So is yours.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Sales Hacker

OCTOBER 10, 2019

Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Whether your selling model is transactional, self-service, enterprise, or a combination of these, you will need to set up some objects in Salesforce that support the sales and eventual retention strategies of your business.

Government 58

Government Process Objectives and Key Results Commission 58

Lead Fuze

MAY 26, 2023

You can start as an intern or entry-level employee and gradually work your way up through positions like account manager, project manager, or even creative director. To juggle multiple tasks like client acquisition, project management, and financial planning effectively, you need some top-notch strategies up your sleeve.

Profit margin 52

Profit margin Legal Price Networking 52

SalesHandy

JULY 12, 2022

Every product or service has ideal and less-than-ideal customers. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. If you don’t have an ideal customer profile, you will end up focusing your efforts on different areas of the market.

Customers 59

Customers Cross-sell Represent Contract 59

Gong.io

JULY 27, 2022

How has your product or service met expectations? Follow up with questions like: How are you tracking toward those goals? They’re not about sales performance, they’re about product/service performance. QBRs can also be used to identify growth opportunities within an account. Review performance and quantify value delivery.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. The amount of products and services that a company offers is another factor in sales motivation. A company in the Financial Services or Banking industry. With the role of HR Manager. Product/service line.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

The 5% Institute

APRIL 8, 2020

Their role is to help with the on-boarding process, so that the client succeeds using your product or service. By having a manager in place to help with the on-boarding process, the higher likelihood the client will be successful using what it is that you sell – which then creates the opportunity for potential referrals too.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. Ron would always ask the same questions –. Increase Opportunities. Expand Your Pipeline.

Sales 123

Sales Contract Consult Inside sales 123

Sales Hacker

MARCH 3, 2021

Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. A sales team is focused on helping first-time users discover the initial value of a product or service, such as the unique selling proposition , then complete the purchase.

Process 75

Process Assembly Line UX Drivers/motivators 75

Engage Selling

MAY 3, 2013

The first step in determining which KPIs to measure and how to measure them correctly is to differentiate between a sales pipeline and a sales forecast–two terms that many sales professionals mix up or don’t differentiate. KPI’s for Account Management and client retention / growth. Average client growth year over year.

Contract 88

Contract Quota Pipeline Sales 88

Hubspot

MARCH 6, 2018

And you can prospect by asking current clients or colleagues for referrals of individuals who might be interested in your product/service. The salesperson might bring a engineer or executive to the meeting with them, to demonstrate the level of service the customer will receive and to answer more technical questions. Solution Selling.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Lead Fuze

AUGUST 12, 2021

Sales Success Stories is a sales podcasts site that focuses on the people who are still picking up the phone and calling leads —not those who’ve since left the ranks of SDR and BDR. The people interviewed are actively in a sales role and offer up tips to those who are still “pounding the pavement” Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

ConversionXL

APRIL 18, 2017

Offer conversion optimization services? You’re not in the business of selling services, per se. If you have to sell them the idea that they should do CRO and that they should hire you, there’s way more friction. They’re anal retentive about every little detail that goes into the contract or the proposal.

Referrals 87

Referrals Clients Price Contract 87

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. We literally pick up their goods at factories, we put it on to trucks, we take those trucks to docs and airports around the world and we literally move their cargo from point A to point B.

Government 77

Government Up-sell Contract X-functional 77

Hubspot

JULY 10, 2019

An on-demand order fulfillment, warehousing, and screen printing service (like Printful ). A marketing software company that sells social media management tools, lead generation software, and other marketing tools to businesses and organizations (like HubSpot !). Take a look at this chart comparing B2B and B2C customers.

B2B 101

B2B B2C E-commerce Drivers/motivators 101